You are Worth What you Say you are Worth
Read more about: Business Growth, Success Thinking
|
Stumble it! |
Delicious | 
Kirtsy | 
Digg
45
Comments
An issue that seems to resurface frequently among freelancers, consultants, and the self-employed is the whole “getting paid what you’re worth” question. A journalist actually called me up the other day and asked my opinion on it as well. She was seeing a trend of moms being exploited for work at below-standard rates, and I told her that it isn’t just moms. LOTS of people don’t get paid what they are worth - but I did have to agree. *Generally speaking* women undervalue their work more than men do.
Notice I didn’t say that men value women’s work less than other men’s work. Now, that probably happens, too. But you and I can’t control that. We can only control our own actions, thoughts, and attitudes towards work.
But for the sake of this article, let’s just strip gender out of the equation for a moment. Because both the problem and the solution have nothing to do with what’s between your legs - and everything to do with what’s between your ears.
Long-time readers know that I used to be a trainer & coach with the Anthony Robbins organization. Tony Robbins tells a great story at this events that I’d like to retell here.
Tony was in his mid 20’s, already a multi-millionaire. He was walking around Boston at night in an area where there are old settlement buildings alongside of modern-day skyscrapers. A homeless guy came up to him and said,
“Hey Mister, can I have a quarter?”
Tony was initially irritated and almost walked away, but then realized he had an opportunity for a teaching moment, so he took it.
“Just a quarter? All you want from me is a quarter?” He asked.
The homeless man’s eyes lit up, and said, “YEAH! Just a quarter! One lousy, stinkin’ quarter! Can I have one?”
So Tony pulled out his money - a FAT roll of paper bills that probably amounted to thousands. He asked him again, with the money in plain sight, clearly speaking, “So all you really want is a quarter; all you want to ask for from me is a quarter, is that correct?”
The homeless guy paused for a second, a little confused. He looked at Tony, and he looked at the wad of money, and he looked at Tony again and said, “Yeah, Mister! Just a quarter!”
Tony put the wad of cash away and held up a quarter. He said, “You’ve asked for a quarter and that’s what I will give to you. But what you might want to consider is that life will pay whatever price you ask of it.”
The homeless guy was more confused than ever - and looked at Tony again and said “Man, you’re crazy!”
And then he walked off with his quarter.
I think you can probably guess what Tony would have done had this guy asked for it all - he would have given it all to him. But he didn’t ask for it. So he didn’t get it.
Instead, he asked for the amount he was comfortable with - and by doing so, he communicated the truth about how much he valued himself.
Now, don’t get me wrong - you can’t go around asking for 1000’s of dollars without providing anything of value back (unless, of course, you run into Tony Robbins in the middle of the night). But the reason people don’t make as much money as they would like to make is that they neither ask for it, nor believe they deserve it.
Well, of course I deserve it, you say, I deserve the best!
Really? Then double your rates today. Now. And then you’ll hear the chorus of internal doubting voices, telling you why you think you can’t get away with charging that kind of money.
What you make per hour, per ad, or per project is directly proportional to how much you value your own time, expertise, and contribution to your clients.
So let’s bring gender back into the equation at this point, because I really want to call attention to a post written by the QueenofSpain called The Business of Mommyblogging. There was a mini uproar recently in the mom blogging community about J&J’s Camp Baby and Disney sending a few blogging moms to Disney World. People were feeling left, out, exploited, angry, or even privileged if they got one of the Golden Tickets. Erin took a step back from it all and said:
My latest and greatest concern in this entire Mommyblogging Coming Out party is very simple: don’t be a sucker. I too have been a sucker, don’t be me.
Take the free trip but take it knowing what it means for your brand. Take the free box of diapers understanding this is a business deal. Treat all of this not like a star-struck fan, happy to get some bibs in the mail, treat it LIKE A BUSINESS.
They want you to blog their product? Charge them for ad space. They want to know if you think other Mommybloggers will like their new website? Charge them a consulting fee.
…
This is business, not personal. … This is also about realizing the true value of our community and what it’s become. Make no mistake, they need you-make them treat you appropriately.
All applause aside, Erin and I are both hoping that you will take a stand for what you are worth. Certainly, there might be times when you will take less than what you want. Do it consciously. Do it sparingly. It is far too easy to run a business inside your comfort zone - but the cost of doing so hurts you more than the lack of money in your pocketbook.
You might have not worked for 10 years as you raised children. You might have a spouse who just got laid off. You might have little experience and are learning a new industry. And you might be faced with a choice - charge less for your work, or you don’t get to play in the game. I believe that if you have to charge less to convince yourself to get into the game, then do it, because it’s more important that you get in the game.
But know that in order to stay in the game, you can’t stay at that level of consciousness. Undervaluing your self and undercharging your clients over time will suck your soul dry as you lose your passion for your work and you struggle to stay afloat. It’s not a sustainable business model.
Your life - and your business - WILL pay whatever price you ask of it. Your job, first and foremost, is to be willing and able to ask for what you are really worth, no self-depreciating BS allowed.
Sparkplugging Founder Wendy Piersall is dang passionate about helping people start & grow a business while maintaining life balance (somehow). 
Dawud Miracle has one focus: to help you get it. The it? How your website, and blog, can change the way you do business. You can find out more at 
Teresa Morrow manages online book publicity and event promotion for authors, speakers and writers with her company 
A very timely reminder for me, thank you.
Busy Mom’s last blog post..More Ode to April
It is way bigger than just pr people hitting up mommy bloggers…waaay bigger..sadly.
How can any freelancer, consultant, etc online make any decent cash OR earn any respect when there are people offering their services for pennies.
Due to the growth of these crappy monetized sites out there (thanks John Chow) there are forums out there where people put themselves up for hire as cheap ghost writers…and the people hiring will take the lowest bidders.
A majority of these people are NOT professional writers or even SKILLED writers.
So now ANYONE can write for money and the money makers and marketers KNOW that they can get away with offering cheap fees and freebies to lure people.
Until all internet writers, bloggers and so on take a stand and learn to respect themselves and the craft they are offering…this stuff is just going to continue and get worse.
Thanks so much for the article. It really is time to take what we want from life…. not wait for others to give it.
Bradie
@Crunchy - absolutely people like that have saturated a market that was already wet to begin with. But I believe that their existence is half the battle. The other half is focusing internally to determine what we can do as individuals to value ourselves and ask for more than we have been settling for - no matter how uncomfortable it is or no matter what the competition is doing.
Maybe we can’t do that at our current level of ‘output’ (hours, projects, ads served). Then it’s up to us to find a way to make our ‘output’ more compelling & more valuable so that WE value it more. When we do that, others will do the same (yeah, yeah some won’t and sometimes it takes some time to get there, but if you stick with it, it DOES work)!
PS - thanks for bringing that up - meant to in the post, but you did a better job.
Thank you so much for such an inspiring post! I hate being a “sucker”, but sometimes it is so difficult for me to say no, when people ask for it (for free). I have so much to learn!
Katja of Skimbaco’s last blog post..Bink-Tee Giveaway for a paci-loving bebe
Excellent post! I love the Tony Robbins story.
soultravelers3’s last blog post..Where in Heaven is Mozart?
I’ll never forget, Wendy, that you’re the one who finally convinced me to raise my rates. I’m still swamped and in hindsight (of course) I wish I’d done it much sooner.
Sometimes we really need a gentle (or not so gentle) kick on the behind to make the move, though. Hopefully this post will serve as that to many others!
Wendy you get me all hot when you talk about sustainable business models.
YES!
Erin, QueenofSpain’s last blog post..Martinis, Pills, Deviled Eggs, and Lies
Well said!
Lotta’s last blog post..Hello My Name Is Mother
I’m with Katja - I have sooo much to learn!
Great tips. I know I’ve found it challenging to ask what I know I ought to be worth, even when I’m being asked to do something I love. But I’m getting there.
Stephanie’s last blog post..OK, I Give in, I’m Twittering
I am just a newbie and have only been at my blogging site for a month. I have had some great response. Right now my focus is on getting my name out there, gain some footing second comes the money part. This article gets me thinking, and is a great model for considering my next step- Thanks
Susan’s last blog post..Must See
I’ve recently raised my rates as well, thanks for the reminder.
Cruncy Carpets - this problem has always exisited, and the people paying the cheap rates will get the cheap work. And it will look cheap in the end. like Wendy said, it is not sustainable.
Example? well if you pay someone for a hundred dollar website, then it *looks* like a hundred dollar web site. For a thousnad dollar webstie, there’s a HUGE difference. Huge. Not only in how it looks but what it does.
you have to beleve you’ve earned it and your clients will actually love you for it. Dan Furman talks about this as well.
Andrea_R’s last blog post..List of wordpressmu hosts
Great post! I have had the same client for many years now. They have tried to get me to reduce my rates claiming I am one of the most expensive and each time I explain why and years later I’m/they’re still here! I guess I’m not that expensive after all.
Though, I have not gotten a “raise” in several years either…hmmm…
Nicole’s last blog post..Why sleep more? And, how much?
This is so PROFOUNDLY and unmistakebly true! It’s on such a subconcious level. One must be aware of one’s own value at all times. I believe women are so used to giving to their family/children for free that it often times parlays into their business life. Not good. One must do a personal evaluation on a regular basis. The more you learn - the more you earn…
http://www.Unlimited.Mentorsclub.com
Love your post title and the Anthony Robbins story!
As a professional writer and marketing communications consultant since 1990, I would like to add . . .
- whatever business you choose to be in, see yourself as a professional and work on improving every day
- research the range of rates for your type of work so that you’ll know what your clients know
- join a professional association or at least visit their site online to see if you want to be one of them
- be prepared to talk about your quality and results, not a per hour price tag
- charge a project rate that hides the hourly rate and set a minimum fee
- find a successful mentor who will answer your questions and give you guidance
- only accept projects or clients that make you feel bigger and better, not smaller and less significant
- give yourself a raise and increase your fees on annual basis
Barbara Rozgonyi’s last blog post..How to Find Marketing Funding
Thank you.
I think you hit the nail on the head with this post Wendy. It always boils down to value. If the value of your service warrants a premium that by all means there should be no problems asking for it.
Value is nearly impossible for someone who doesn’t know you to determine it so in those circumstances it becomes perceived value. Your brand, how you carry yourself, website, marketing, testimonials, etc. all factor in perceived value and could make the difference in winning a client.
ourmonmouth’s last blog post..Keeping New Jersey State Parks Open
Wow– how timely this is and this is the second time a post of yours has had that incredible timing. I just left an ongoing project as the pay wasn’t equal to the value of my time.
Great article! I’m just getting started and today turned down a low paying gig that was going to take away too much of my time with my baby. It was really difficult to do but this article confirms I made the right choice!
What was Tony Robbins doing carrying a huge wad of cash?
Anyway, that’s a good story and good lesson. A friend of mine recently tried out two vocal coaches, and another tried out two piano teachers. They both were telling me that you do get what you pay for. I think it’s also very true in the entertainment industry. When you are unknown, you need to do some things for free just to get the news out. But once you are good, you should charge them for the quality service you are providing.
Kelvin Kao’s last blog post..My First Fantasy Basketball Championship
Thanks, Wendy! I needed this today. Without going into details, I couldn’t help wondering if I was doing the right thing regarding a specific situation I have right now. Thanks for giving me a confidence boost!
Chief Family Officer’s last blog post..Teaching our children value and to accept “no” as an answer
@ Barbara Rozgonyi Those are some of the best - and most simple - tips you can offer to someone who bills out hourly - thanks for sharing!!
This is such a touchy subject for me! You say, “Then double your rates today.” and my head screams, “OH Good Heavens NO!!! I couldn’t possibly do that!”
I just lowered some of my rates to “accommodate” the local economy but…why did I do that?? I have no idea, I think it was an act of desperation. Sometimes I have a moment where I feel like I have to appease the cheap skates out there in order to get jobs. All I’m really doing it lessening my value and still not getting the jobs because there is always someone out there doing it for less. I’ve lowered my fees for people who wouldn’t know quality if it bit them on the keister! (I’m so ashamed - and I’m going right back to put my fees where they belong!)
You know, this is pretty good therapy, you should charge for this! LOL
I have always been in a market that is undervalued and has a hard time getting paid what it’s worth (graphic art/design), and being an artist that works from home seems to lessen the value to most people. While it’s really not their business, I have many people say, “Well, you don’t need to charge what the going rate is, you work from home!” As if that means I have no overhead! We also get our value decreased by sites that offer freelance job listings that give the impression that $10 an hour is acceptable for graphic design.
I’ve been doing this for 14 years, I’m well past earning those types of fees.
All we can do is stick to our guns, stand by our value and know that we produce a quality product that our clients need.
And if they don’t like it, then they won’t be wasting our time.
I think moms tend to undervalue themselves because they want to work at home so badly and haven’t quite figured out what their value is in the market.
It’s tough to be a freelancer today because of the increased competition worldwide. Still the same people that complain about writers charging cheap rates have no problem using free photos or $1.00 istock images. Wordpress templates can be found for free, leaving artists struggling to compete the same way writers are.
In the end, offer a good product at a reasonable price and sell, sell, sell. Carve yourself a niche and find your own little corner of the business world.
Hey Wendy, I recently asked for a much higher rate - not quite double but close and was rather shocked when I got it. Come billing time it was hard to send the bill too but I did. It was a great exercise in stretching oneself.
Yet… what are your thoughts about raising rates in relation to the current economy?
Lynette Chandler’s last blog post..Where To Find Music You Can Use For Free
Thank you! Thank you! My blog has grown in popularity and I get new stuff everday and spend hour working on the blog with no compensation. Big companies too! So my husband noticed this and said, “Sommer, you have a masters degree and you aren’t charging for your time and experience?” I felt so dumb. We have to value our time and our work. Great article, thank you!
Sommer’s last blog post..BabyLegs sprinkles some green love!
Writer’s don’t get paid by the people, or things they write about, so whether you are a mommy or a daddy blogger is a irrelevant. If a blog is so great and worthy to be on, then show us, why it is worth it to pay to be on your blog. It is not the freelance that is the issue, it is what are you doing?
Advertising pays people. Just because you write something, does not mean I or anyone should pay you!
Just because a professional or non professional writes a blog - if you have zero stats that anyone reads your blog, then it is great that you are doing it, but should you get paid for it?
That is a different point that being undervalued or underpaid. Let’s be clear about what we are asking to get paid for!
Many people are underpaid for doing far great things ( nurses, social workers, teachers etc)
Lots to think about. Thank you.
MM’s last blog post..Gulp.
wow - the syncronicity of this post is way amazing. I set a level for my fees and then reduced it for a new proposal - later thinking - why did I do that ?
I am a newbie learning the ropes and found your post a great inspiration. Lesson learned from the Anthony Robbins story.
NG wrote:
I have to wonder about this in the blog market though. A post is much more valuable then an advertisment button. A post on a successful blog is advertisment. It stays in the search engines, it can be linked to, blogged about and continually read. A banner or a button for three months doesn’t get nearly as much attention and after three months it is gone.
I wonder if a successful blogger should be asking you, what is it worth to you to have us post about you on our blog?
If PR get sent to our inbox and we can choose to post about them or not and comment on them all we like, good or bad…why can’t a blogger consider that advertisment? PR firms and companies sure the heck do. I think that this is where the traditional form of advertisment, marketing and PR are getting all mixed up. It is different on a blog. If a blogger has the stats and has the readers and great content their posts should also be considered very valuable, that’s why the PR was sent!
I’d love some clarification on all of this, if someone has it. It all seems blurry. I just know that if I love a blog and trust the author I value their post whether it is paid PR or not. I figure that they took compenstation for their time to write that post (which they probably going to do for free anyhow), promote that post and their blog. I read more posts than I click on banners or buttons and companies know that…that’s why we get so many PR in our inboxes. Aren’t we being taken advantage in this respect too?
Sommer’s last blog post..Crayon Recycling
Wendy ~ Let me just reiterate what the others have said, “Wow”! That is a fabulous post, from the Tony Robbins story to the fact that whether it be life or work, don’t undervalue what you do. Sometimes it’s hard not too when there is not a lot of cash rolling in from the work. This has given me a fresh perspective and I appreciate your encouragement.
Kristen’s last blog post..Guest Post By Social Media Dad, Jeff Quipp, From Search Engine People
Great post. It’s really hard for newbies to know what to charge. I’m guessing from all the comments that you should charge a small amount starting out until you get some experience and raise your rates as you get better. Is there a place on the internet where one would be able to find some set rates for different freelance activities? As you can tell, I’d like to try something.
Sommer -
No you are not being taken advantage of and that is a misguided thought.
Go to any magazine rack, pick up any magazine, Lucky, Glamour, Elle, etc. ANY piece, pick article written about an item, is not advertising, it is called an article or a pick. The items featured in those magazines, were placed there by a writer, who either received a tip, a release, or they found it. They were not paid to write an item. That would almost be bribery. Look at those magazines, if you see a page of items that seem like and advertisement, they will say so at the top of the page.
A blog that contends to write about items, is exactly the same thing. If you start to only write about things for which you were paid for, then you are in essence being “bought.” As such your reviews lose their meaning. Will you give a bad review to someone who paid you? No, of course not.
It is understood that you want to be compensated for your time. However, think of it as a cycle. You would not have a blog, with out the items you write about. That is almost the end of the story. But, as such, you need something to “review” to discuss. The service you are providing is for your readers. Yes of course this is “advertising” for the product, that is no secret, but face it, no product, no blog for you.
It need not be blurry. If you only write about things for which you were paid, you simply have no credibility. Look up any fashion blog, product blog, the things that are discussed in the actual blog, are not items that the author was paid to write about.
And you are correct, PR firms do consider those placements “press” and “advertising” though technically promotion. However, NEVER ever ever do they pay for it. A publicist for a band, does not pay a blog writer, paper or any kind of reviewer a fee to review that album. Instead you have to write about things, that people want to read, just like Oprah has to write about things you want to read, just like Rolling Stone has to review albums you want to know about. As such, people go to your blog, people buy your magazine - AND then companies PAY for advertising. Then you make your money. Yet again, no product review, no blog.
A blog in that sense is not different.
Your posts are valuable to your readers and your advertisers and yes the product creators that you review…but it is the products you need, and you have to be good at it, in order to get those stats.
If every person who has a blog reviewing items is waiting to get paid like that….they would be misguided.
If you want to feature an item and have a fee for that kind of feature, go ahead - that happens all the time. But to just be on your site. No.
I’m sorry but that is just a kind of common sense.
YES IT IS considering an “advertisement” however it is not an advertising item. It bears repeating again, no items, no blog. Maybe you should consider charging your readers for the valuable time you take to review, find, and write? Just like a magazine? Not likely but in essence it is they that you do the work for.
http://blog.stylehive.com/index.php - no fee blog
http://shefinds.com/blog/ - no fee
http://shefinds.com/content/advertising/ advertising opps vs. press placements
http://www.greatgreenbaby.com/
Sommer -
You can consider what ever you like as advertisement, and yes, if a blogger posts something, it is “like” an advertisement. However, one thing must be understood, with out the products that you write about, you would have no blog. It is that simple. The thinking that you are being exploited is just misguided. You may feel that way but you are not. Writers do not get paid to write, just because they write. And, they do not get paid to write by their subjects.
Figuring that a blogger is taking compensation for their writing, is actually misguided. There are thousands and thousands of blogs, and essentially you are working for yourself, as such you have to figure out some way to make money - but simply because you write one, is not enough. That is not blurry.
Yes, PR firms consider an article, a post a review, a feature “like” advertisements, however - placements like you are talking about, are never ever, never paid for by any PR firm. And if they do, they are a sketchy kind of firm, not one you would want to work with regardless. That is not foggy.
If you charge companies to put up a post about their items and the like, will you ever have a bad review? And if so why would someone approach you for that? As such are you only willing to review things that you are paid for? If so that somewhat tarnishes your credibility as a reviewer.
Go pick up a copy of any magazine, Lucky, Glamour, Elle, even Consumer Reports. Check out a website about your local town ( like a time out ny) they will write stories about new stores, new products, a new restaurant. Same thing, no one pays for that. The items written about are something a writer/editor had to find, or a publicist approached them, or an individual etc. It is not ever something a writer or a magazine ever pays for. Just because you are a blog on the internet, that is not where the differences in mediums rests. Again, no products no blog. No blog, the products still exist. Your “customer” is your reader, you need to find a way to keep them coming back. In some ways if there is exploitation, it would be towards the crafters/small business, (many of them underpaid moms) to charge them for posting their products.
Of course companies think your site is worth it, that is why they are approaching you, they are not taking advantage of you. If you have a site reviewing products, you need them. In turn, obviously they want to be on your site so they can reach your readers.
Think of it as a cycle. You need something to entertain and provide to your readers right? As such you need content. With out the content of the items you find, or the items that people “clog” your email box with - you would have nothing to provide your readers with. That is where the value of your site comes in. Give the people something they want to come for, then you can attract advertisers who pay. Those “rules” are no different, just because you are posting something on a web site.
You have a mention in a New York Times article, did that bring traffic to your site? Did you pay for that? Web, or print, that is the same thing. That is PR. You posted your site on this on this posting, that is PR. You are not taking advantage of anyone, you are wisely posting your site in a place where you think people will look.
If you want to have featured items on your site that people pay for, go for it. Sites like Shefinds.com has a blog where they review items, or you can pay to have featured items of the week. But even that is different than what you are discussing.
You should be asking people what it is worth to have something posted on your blog, then you can charge them for an actual advertisement. But if your site turns into a daily list of paid for reviews, the value of your credibility is pretty much shot.
This is excellent advice. Hubby and I raised our rates by quite a lot last year. I was very worried about it. Funny thing happened, we didn’t lose any business at all.
We’ve been turned down for lack of budget on some projects, but it’s ok. We have our bills to pay and deserve to make a living like everyone else.
Naomi Niless last blog post..Featured in Most Inspired
You are 100% right. I’m in my 60’s and I can remember in 1967 I was working for a company that hired a new man in customer service to take orders over the phone and handle incoming orders. He was over me, I had to train him, check his work, and could not be on vacation when our supervisor was because one of had to be there as the new guy couldn’t do the job, and that was 2 years after he was hired. Of course that was years ago and things are suppose to be better now?